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The ambivalent consumer : a sequential investigation of response amplification in buyer-seller encounters

Bush, Victoria D.; Yang, Lifeng; Hill, Katerina E. - In: Journal of marketing theory and practice 23 (2015) 4, pp. 402-414

Persistent link: https://www.econbiz.de/10011340223

Do market share and demand uncertainty influence the relation between advertising expenditures and shareholder value?

Hill, Katerina E.; Hill, Matthew D.; Kelly, G. Wayne - In: Journal of business research : JBR 115 (2020), pp. 61-69

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Performing under pressure : winning customers through improvisation in team selling

Hill, Katerina E.; Bush, Victoria D.; Vorhies, Douglas; … - In: Journal of relationship marketing : innovations & … 16 (2017) 4, pp. 227-244

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Customer selection to acquire, retain, and grow

Dixon, Andrea L. - In: The Oxford handbook of strategic sales and sales management, (pp. 313-343). 2011

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The impact of salesperson behaviors on performance : an exploratory study and an empirical examination

Dixon, Andrea L. - 1999

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Customer Selection to Acquire, Retain, and Grow

Dixon, Andrea L. - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885333

The business-to-business inside sales force : roles, configurations and research agenda

Sleep, Stefan; Dixon, Andrea L.; DeCarlo, Thomas; Lam, … - In: European Journal of Marketing 54 (2020) 5, pp. 1025-1060

Purpose: This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing...

Persistent link: https://www.econbiz.de/10012275479

The complexities of sales and sales management research : a historical analysis from 1990 to 2005

Carter, Robert E.; Dixon, Andrea L.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 403-419

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Social network theory and the sales manager role : engineering the right relationship flows

Flaherty, Karen; Lam, Son K.; Lee, Nick; Mulki, Jay P.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 29-40

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Transforming selling : why it is time to think differently about sales research

Dixon, Andrea L.; Tanner Jr., John Jeff F. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 9-13

Persistent link: https://www.econbiz.de/10009505543